because you actually were not only the rookie of the year, but then you became the number one agent in North America for Callum Williams. So the discipline, the skill set, the versatility that you know the obvious sort of uh play that you needed to have because nobody gets to be number one in the country without that. So there must have been a greater plan for you. So talk to me a little bit about the structure Of what you were doing to get to be # one in the country. Yeah, as far as a greater plan um I don't I don't want to take more credit than I deserve. So I don't know that there was a big plan, what there was, there was a plan and there was a plan every year and that plan was how I was going to achieve my goal for that year. Um at the end of my first year I had sold 27 homes and And and worked day and night. I mean I would, the broker who recruit me into the business was an ex marine. He would get in really early like at 6:30 AM and, and I was determined to be the first one there and and and I was always the last one to leave. Now I did that for almost seven days a week for the first year like blood sweat and tears figured it out, you know, and sold 27 albums at the end of that year, I I was like okay I'm I want in need to sell more home so I can make more money and there is no way I could work any harder or any more than I did. In fact I don't want to work more or harder. Um So The only solution was to hire someone to do some of the things I was doing so I could focus just more on business. So I hired an assistant. In fact, then this is the end of 1989, I was in an office of 60 or 70 agents. I was one of the youngest people in the office. No one had an assistant. In fact back then it wasn't really common in the industry. And so I hired an assistant and boy boy, did I hear from the other agents the older ages like, hello, who do you think you are? You know the president? You know, hiring an assistant, you know, blah blah blah blah blah. And and I would look at them and say, well who do you think you are? You? I just watched you spend the last five hours stuffing them folding letters and stuffing envelopes. I'm gonna pay someone to do that so I can be out there selling more houses. Um and I did, so what happened is as I kept doing more business, I I needed more help and so the the I didn't have a concept of a team, there weren't, there wasn't the concept of teams back then, it was just sort of common sense. If I'm going to do more, I need people to help do things that free me up to focus on the most important things. So my team grew not out of the desire to build a team or have a team. My team grew out of the out of the need the necessity to have people to handle certain parts of the business. So I could focus on the key to keep outside focus on which was lead generation, listing presentations and negotiations and and then had people to do all the other other aspects and that just kept evolving and growing and refining and, and at some point along the way, much farther than it should have taken a much longer than it should have taken it. Then I actually started to become a decent manager and leader. I went from a horrible one to a decent one into a pretty good one. And as I, as as I, as that developed my um, you know, the, the business developed um, and that just kept happening and In 2008 after like 26 years I get a phone call one day from the ceo of Keller Williams saying, hey, we've been thinking for several years of of going international. We haven't done it for two reasons. Number one Gary, you know, wouldn't let us until we got to a certain size and now we're getting to that size and number two, we never found the right person, we thought to do it and we think you could be that person. Would you be interested in talking about it? So I wanna I wanna I wanna make you pause right there because I want to explore that part of it because that's fascinating. But I'm not done with you is what was really, really amazing is that you know, you you have one of the most illustrious careers of anyone in the real estate industry and you know, I've had tremendous amount of respect for you. But I mean I think also the fact that you remember how many homes you sold in your first year and that you're that grounded and that humble really to know where you started from and how it started to me says a lot about you chris because it's it's uh you know we can talk about you being ceo of several companies which we will as we continue this conversation, but you remember where it all started and that says a lot about you because what you're doing is always serving agents and what you've done in the world on the corporate side. But before we jump over to the corporate side, I want to just ask you what, you know, First of all I heard an amazing stat I heard is that that your team has sold more than 100 homes a year for the last three decades. And I got that right. Yeah. We um it's insane. It's funny. I never hadn't thought about the fact that I remembered how many homes I sold. I also remember in the second year I sold 38 the 33 in the fourth year, 71 in the fifth year 1, 11. And from that fit from that fifth year on um you know, never dipped, never dipped down below that. So the um I think I I can attribute that to my business was extremely consistent and it was extremely consistent because my activities were extremely consistent and and that's you know that that leads to you know the right activities lead to you know the business happening. So let me ask you what are the three pieces of advice you would give an agent entering the business today? It's changed from when you and I were both in the business or still are but selling in the beginning. Yeah. You know it's um great question and it has changed a lot, you know um But I think there's a I think there's some advice I could give a new agent that would be applicable today as it was 10, 20 or 30 years ago and that would be um and not in order of importance but there's three or four or five things. So there'd be things like um there's lots of ways to do the business. You don't need to master them all, you need to master two or three and then you can add others on. So don't get overwhelmed with all the things you hear and see, figure out what you like what you do well and then focus on that and have someone that can show you how to how to master that. The other things that I would have a piece of advice was to to and this is gonna sound very basic and rudimentary but I believe it's very important and that is to have a goal, a specific goal and then have a plan, a 12 year plan. Excuse me? A 12 month plan that if you follow it you will achieve your goal and so it might. And I always like to having a goal of how many houses I was going to sell. Now I know what my average commission was per sale, so it was really a dollar goal, like how much income I wanted. But I would break it down to okay, how many houses would I have to sell to do that? And then on a on a monthly basis, what do I have to be doing on a weekly basis? What I have to be doing on a daily basis, what I have to be doing and what activities you have to do to ensure those things happen. So then my focus and the focus of an agent then becomes okay on a daily basis. If you follow your plan, your schedule and do the activity is supposed to do on a weekly basis, you'll achieve your goal. If you achieve it on a weekly basis, you'll achieve your monthly going if you can do it on a monthly, they said you achieve your yearly goal and to the extent that you don't do that will be the exact proportion that you miss your goal by. So have a goal, have a plan. The next thing, the next piece of advice is, Mindset is probably 90 of of what it takes for for someone to be successful in this business. It's your attitude, your approach, your expectations, um, that's going to determine your level of success or your level of struggle and that's something that we all have control over now. It's also ways your said than debt, developing the discipline to develop a strong mindset so that on a daily basis you do the things you know, you need to be doing even on the days you don't want to or you don't feel like it is something very few master and very few do well. But again, to the extent that an agent is able to do that, um, the better off we're going to be and mind set includes a lot of things, not just the daily discipline of doing the activities should be doing, but also, you know how you react to adversity. You know, there is this, this, you have to like roller coasters to be in this business or at least know how to at least know how to deal with them effectively. Um, and you know, and how you react to setbacks and how quickly you recover and how resilient you become. Um, those are the things I think are timeless regardless of how the business has changed and how we do this.